Increased my Knowledge
What a wonderfully comprehensive, intelligently written book on artfully negotiating deals.
The author delves into negotiations far more than in any other book I've read, providing entertaining, engaging analogies that help to increase comprehension. One of my favorites was when he spoke on Plato's cave analogy, how there is always a backstory which is hidden in the shadows and only through asking "why" can we see those objects that often go unseen. Nice.
There were also points that seem common sense, but I wonder how many people actually need to revisit these points. For example: Communication is a foundation of any negotiation process. Common sense, right? But I like how the author goes beyond the verbal to explain how the slightest "hard stare" or wrong word can create tension that could create a confrontational atmosphere, which, of course, would contravene successful negotiation.
Overall, this is a well-written work.
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